show that over 80% of Microsoft’s Enterprise
Customers in Gulf have a Cloud project.
What are some of the advantages (for Microsoft
partners) of Office 365 over the previous Office
licensing options?
For Microsoft partners Cloud offers tremendous
opportunities. Customers are really seeing the
value of Office as a subscription through Office
365; accessing documents from virtually anywhere
on virtually any device, always updated Office
software, lower acquisition costs and a set of
communication and collaboration services with
business class email, document sharing and
HD video conferencing. This means customers
are moving away from the multi-year upgrade
cycle which in turn drives higher revenue for
our partners. More important though is we see
our partner’s relationship with Cloud customers
transforming to more of a trusted advisor. The
opportunity to provide migration and integration
services is only the beginning and partners are
looking to offer managed services and packaged
apps delivered through Office 365. All of that adds
up to a significant opportunity for partners. But
that’s just Office 365. Add Windows Azure and
Windows Intune in to the mix and the potential to
build a highly successful Microsoft Cloud practice
is very exciting.
How have partners responded to Office 365 in
general?
Microsoft is going through a transformation
to becoming the industry leading Devices
and Services company. Cloud Services is a
huge part of that transformation and that does
mean partners have to look at their Microsoft
strategy and how to best take advantage of
the opportunity and align their sales, marketing
and services teams. Microsoft provides
www.redingtonmea.com
Microsoft is
going through a
transformation
to becoming the
industry leading
Devices and Services
company.
comprehensive product training and guidance on
business transformation to help partners make
the transition smoothly and quickly. Overall the
response to Office 365 has been very positive.
High customer acceptance and the introduction
of Office 365 SKU’s across almost all of Microsoft
channel models allows partners to sell Cloud
Services in the way that works best for them.
Is Office 365 part of a broader cloud strategy for
Microsoft?
Microsoft approaches cloud services as a way
to help customers take a key step toward better
business agility, economics, and experiences
both inside and outside their company walls. We
also know that for today’s CIOs and business
leaders, the cloud presents an opportunity
to redefine the role that the IT and non-IT
business functions play in implementing a
business’ strategy. Because of its power to
fundamentally change how businesses operate
and compete, the cloud is a game changer
for many companies. The value of the cloud
in addressing the trends of mobile, social, and
data is in delivering experiences that appeal
directly to your employees and partners, allowing
them to drive maximum productivity. The cloud
enables this regardless of location or device—
leading to higher user adoption and improved
productivity with lower training costs. As we focus
on people, we know that no business service you
create today lives on an island. You need apps,
communication, and collaboration to connect
together in an agile way. To achieve this, we
believe you need a comprehensive cloud—from
platform, to productivity, to business solutions. It
doesn’t make business sense to make a one-off
software decision in today’s world. Microsoft
offers an integrated portfolio of cloud services
across platforms, apps, and devices, along
with one of world’s largest developer base and
partner ecosystems.
How should Microsoft’s partners be looking at
the cloud?
One of the first activities a partner can look at is
becoming a Microsoft Cloud partner. When you
become a Microsoft Cloud Partner, you receive
a set of core benefits—including internal-use
software rights, tailored training, and prioritized
exposure in Microsoft marketing and product
directories. Use these benefits to help you start
and build your cloud practice. More than that, I
would just encourage partners whatever their
progress in transitioning to the Cloud to have a
conversation with their customers, understand
their business and where Cloud Services could be
part of the solution.
What is Microsoft’s outlook for cloud computing
in the Middle East?
Cloud computing is on the rise with customers
across the region, especially with statistics
indicating that over 80% of Microsoft’s Enterprise
Customers in Gulf have a Cloud project.
What will be the impact of cloud on the existing
channel structure, especially resellers and
retailers?
Microsoft is committed to a multi-channel strategy
meaning partners aren’t forced to a specific
business model in order to benefit from offering
Cloud Services to their customers. We recently
added Office 365 into our FPP and Open licensing
programmes so partners are able to sell in a way
that is familiar and we’ve seen a very positive
response to that. For partners who want to offer
Cloud Services with little set up or infrastructure
requirements, the Advisor model offers partners an
easy way to benefit from offering Cloud services.
For more information, please write to [email protected]
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